[Hiring] Infrastructure Sales Manager @Imerys

Role Description

Drive business development & market development within the geographical scope for Infrastructure business (Three kind of sales: direct sales, through distribution and through agency agreement).

Key local resource to represent Imerys Infrastructure segment in all business dimensions.

Accountability

• Year-on-Year revenue and profit growth based on the challenges in market conditions.
• Effective and customer-centric organization.

Key Results Areas / Principal Responsibilities

• Participate in the sales budget (+ its revisions), sales forecasts.
• Animate the customer portfolio using the company CRM (Sales Force) for reports, sampling, complaints, prices, leads, competition, etc.
• Animate and push actively business development and new opportunities (process through the CRM).
• Request & involve experts support (Supply Chain, technical, senior management).
• Develop if needed marketing study on specific topic and follow-up a linked action plan (like hydraulic dam, pipes, steel industry, etc.).

Responsibilities

• Commercial plan building.
• Elaborate annual budget, sales plans and forecasts for his/her perimeter. Review sales performance against targets.
• Execute the commercial roadmaps developed for their segment or products or geography and liaise with marketing teams for all this.
• Follow technically jobsites at first level (at least on paper basis).
• Manage external distributor (review sales performance and technical follow up, cooperate in elaborating the budget).
• Commercial plan execution and monitoring.
• Coordinate effectiveness of sales and development strategies including ensuring appropriate analysis and action plans are in place.
• Apply business routines that are servicing existing customer base at (or surpassing) expectations and developing new growth opportunities in each circuit and market segment.
• Identify sales development targets, elaborate and implement appropriate development strategy.
• Key account management Help / Negotiate contracts with customers, or possible sub-distributors, Agents. Work with the legal department to prepare the contract. Ensure contract follow up.
• Implement actions requested by Customers through the visit reports.
• Implement the pricing strategy in coordination with the area sales manager.
• Coordinate activities with Zone Technical Support Manager for Infrastructure customers, according to agreed yearly objectives.
• Ensure relevant impact of technical presentations, job site trials and development projects.
• Represent Imerys in front of Civil engineering associations such as Tunnelling or underground civil works association.

Qualifications

• 5+ years experience in heavy duty floors and hydraulic power station segment (Civil engineering environment - Ready-Mix or precast or Civil Engineering environment or Distribution/agency company).
• 5 years experience in B2P area, or in B2B2P.
• Proven track record in Sales & Account Management.
• Strong analytical and problem solving skills.
• Strong verbal and written communication skills as well as negotiation capabilities.
• Able to work with a variety of stakeholders across a business that include public and para-public authorities (e.g. cities, governments, and water, energy and transport operators), privately owned companies in industries such as metallurgy, oil & gas, and mining, and contractors and consulting engineers.
• The position requires a good understanding of the ecosystem and way to penetrate the market.
• Strong organizational and sales skills.
• Value-added solution selling.
• Flexibility, resilience, pro-activity and motivation.
• Interest in working in dynamic groups - team player.
• Self Motivated; Taste for challenges.
• Autonomous.
• Entrepreneurial mentality is key.
• Willingness to travel (60%).
• Languages: fluent in English, French usage could be a plus.

Location

Italy - home based

Position Type

Full time and Permanent